Account Executive - Small and Startup Business (SSB)

At Thatch, we’re on a mission to improve the American healthcare system, and we’re looking for a high-energy, organized, and assertive Account Executive to lead the charge with our SSB (Small Startup Business) segment. This role is perfect for someone who thrives in fast-paced environments, can move quickly without sacrificing quality, and communicates with clarity and conviction — especially when dealing with busy founders and first-time healthcare buyers. You will educate and guide small business founders through their first healthcare buying experience, own a fast-paced sales process, and collaborate with cross-functional teams to ensure seamless customer experiences.

Must Have

• Educate small business founders on healthcare buying.
• Manage a fast-paced, high-volume sales process.
• Drive prospects to make informed decisions.
• Collaborate with cross-functional teams.
• Maintain pipeline visibility and provide accurate forecasts.
• 1-3 years in SaaS or high-velocity sales.
• Clear and assertive communication skills.
• Highly organized and detail-oriented.
• Ability to manage multiple deals simultaneously.

Good to Have

• An understanding of healthcare and/or benefits.
• Previous experience at a Series A B2B SaaS company.
• Experience selling to founders or early-stage businesses.

About the role

At Thatch, we’re on a mission to improve the American healthcare system, and we’re looking for a high-energy, organized, and assertive Account Executive to lead the charge with our SSB (Small Startup Business) segment. This role is perfect for someone who thrives in fast-paced environments, can move quickly without sacrificing quality, and communicates with clarity and conviction — especially when dealing with busy founders and first-time healthcare buyers.

What you'll do

• Educate and guide small business founders through their first healthcare buying experience.
• Own and run a fast-paced, high-volume sales process while maintaining strong follow-through and documentation.
• Push prospects forward with confidence and conviction, helping them make smart, informed decisions quickly.
• Collaborate with cross-functional teams to deliver seamless onboarding and customer experiences.
• Maintain visibility into your pipeline, hitting key metrics and providing accurate forecasts.
• Travel occasionally for team on-sites or key customer meetings, typically under 20 percent.

Background we're looking for

• You have 1-3 years in a SaaS or high-velocity sales role, preferably with startup clients.
• You excel at clear, assertive communication and know how to lead a conversation.
• You’re hyper-organized, detail-oriented, and thrive when juggling multiple deals at once.
• You love moving fast and want to be part of an ambitious company reshaping healthcare.

Experience we’d be particularly excited about

• An understanding of healthcare and/or benefits.
• Previous experience at a Series A B2B SaaS company.
• Experience selling to founders or early-stage businesses is a big plus.

What to expect

We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:

• 30 minute phone screen to talk through your background and interest in Thatch
• 30 minute Zoom meeting to meet 2-3 members of the team
• 30 minute Zoom meeting with the hiring manager to dive deeper into your experience and the role
• 30 minute Zoom meeting with our founders to discuss your approach to culture and our operating principles